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Author Archive | Dave Brock

The Costs Of Doing Nothing

By on Sep 2, 2014

I suspect the biggest costs both we (individually and within our organizations) and our customers incur is not the spending on new programs, solutions, methods, …

LinkedIn Networking Run Amuck!

By on Sep 1, 2014

I wish I was making this stuff up, unfortunately, the incredibly bad practices of too many on LinkedIn are far more intriguing than anything I …

What We Can Learn From The ER!

By on Aug 29, 2014

If you’ve ever had the misfortune to be taken to an Emergency Room, you know the concept of Triage.  In triage, they aren’t trying to …

Stalled Deals?

By on Aug 23, 2014

We all have them, we know what they look like.  They’re stuck.  We look at aging reports and see them staying in the same stage …

Stop Wasting Time On Forecasts!

By on Aug 20, 2014

Over the past several weeks, I’ve spent a lot of time talking and corresponding with lots of people on forecasts.  An article I wrote several …

QoS–Quality Of Service

By on Aug 11, 2014

We’ve all experienced it, our mobile phone rings, upon answering all we hear is static.  We move to another location — in pursuit of the …

Learning To Teach

By on Aug 1, 2014

I’ve been writing about “teaching our customers” these days.  To often, what I see of teaching is a more advanced form of a pitch. Rather than pitching …

Creating Crap At The Speed Of Light!

By on Jul 30, 2014

Everyone is talking about social selling!  We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before.  Social …